Driving
Sales
Sales
Why is it important to break the ice?
It's a great conversation starter to connect with the customer. It helps to engage and avoid jumping right into the sales process. It is a great way to transition from the "greeting" to the "sales process"
What brand is excluded from all sales and spare parts?
Maui Jim
What are some questions that we should avoid asking upon "Breaking the ice"
"can I help you find anything?"
"What are you shopping for?"
"Are you looking for anything in particular?"
Available in polarized, color enhancing 580G for superior clarity and scratch resistance are key features for which brand?
Costa del Mar
What is the chromance lens and what does it do?
Most advanced ray-ban lense ever designed. It perfectly combines the polarizing filter technology with the contrast enhancement technology to give brighter and clearer colors to the user. Enhances color clarity and contrast
What are the Right questions to ask after breaking the ice?
Remember YOU are the expert
"What sunglasses do you currently own"
"Where will you be wearing them"
"How do you describe your style"
"What's your favorite brand"
"What will you be doing while wearing your sunglasses"
"What style of sunglasses do you like or dislike"
What does Oakley prizm lenses do?
Enhances color, and contrast
if prizm polarized it enhances color and contrast while reducing glare
How do you "host the party"
Use breakaway statements and smartshopper
Re approach the customer
Restate where you were in the sale
How do we prepare or store?
Ensure all digital tools are working properly.
Make sure store is clean
Know what your goals are
Name five Oakley prizm lenses
Prizm Deep water polarized
Prizm field
Prizm road
Prizm golf
Prizm trail
How do we make recommendations?
You need to know your products, your customer, and sharing a "why" when you recommend your product. After asking all of the right questions we should have:
At least 3 sunglasses in the styling tray.
iPad in hand to show off products in our smart shopper (Omni)
Name the four Ray-ban Icons
The aviator, the wayfarer, the round, the clubmaster
What does it mean to "know our product" when it comes to making recommendations?
Knowing your product means being familiar with technical information, style or brand details. Proper fitting to each face shape,and styles and trends. Knowing product availability in store and in smart shopper.
What are some great conversation starters to break the ice?
1. "What sunglasses do you currently own"?
2. Compliment something they are wearing
3.ask open ended questions, if they are visiting from out of town, ask them where they are from
What are the effects of our first behavior, stop, drop and energetic greeting?
Sets the mood, relaxes the customer, shows you care, eases the transition into the store and helps deter theft
What does it look like to "close the sale/don't stop playing"
Giving your customer options such as "which pair would you like to take home today? The blue or the black ones"
Assuming the sale "I think we've found your perfect pair, let me get those custom fit for you"
Igniting a little urgency "Christmas is approaching, I bet your dad would love this as a gift"
Keep playing!
Make the most of in store promotions!! Offer to hold and get their pair ready while they continue browsing
What is the proper way to merchandise glasses?
Dimension(large to small)
Material (plastic to metal)
Lens type (chromance (RB), polarized, standard)
Color (Dark to light)
Name three ways to help you get multiples during your sale
Ask questions and listen (create an authentic connection)
Close the sale and keep playing (create an authentic connection)
Restate where you were in the sale (host the party)
What services do we offer? Name five
Spare parts
Smart shopper (wider selection/variety)
Sun love protection plan (great way to bring back the customer)
Replacement coverage (oops coverage)
Adjustments and cleaning
What are the upcoming trends for fall/winter 2023?
1. Living creativity (Fashion wraps, genderless narrows, surreal shapes, everyday pastels color)
2.Biotech nature (sport meets trend)
3.pigmented earth (shape,thickness, jewelry)
4.rich materiality (texture, pattern, sunglass or optical)
Name all five key experience behaviors
1. Stop, drop and energetic greeting!
2. Break the ice
3. Ask the right questions
4. Make recommendations
5. Close the sale/Don't stop playing
What are the 6 ray-ban families? And give an example of a pair that should go in each group
1.Icons/evolutions/trends (aviator, wayfarer, round, clubmaster) (mega clubmaster, mega wayfarer, new wayfarer, new round etc)
trends(Bill, hexagonal, Elliot, Leonard, Jim, Hawkeye, Inverness)
2.Reverse
3.Smart glasses
4.Essential/core (Chris, boyfriend, Justin, Erika, Corrigan, Phil,kiliane)
5.Performance
6.Kids
The glasses in these families should be grouped together
How do you know the customer is ready to purchase glasses?
Looking out for "go signals" (tells you they are ready to purchase)
Holding the same pair for a long time, trying them on multiple times, saying what they love about the pair, showing friends and family, asking about the case
.
What drives conversion?
With the five key behaviors as your guide!
(Attract & Welcome) Stop, drop and energetic greeting, say and get a name, smile with purpose, show off ipad
(Create an authentic connection) use their name and re-engage, ask questions and listen, close the sale and keep playing
(Host the party) use breakaway statements and smartshopper, re-approach the customer, restate where you were in the sale
Name five Ray-ban Meta key technical features
32 gb memory
5 microphone array for better voice pick up in windy and noisy environments
12MP camera sensor(default portrait orientation)
Livestream and share
Meta A.I intelligence assistant